Mental Imagery and Its Determinants as Factors of Consumers Emotional and Behavioral Responses: Situation Analysis in Online Shopping

Author(s):  
Aurély Lao
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Aurély Lao ◽  
Mariana Vlad ◽  
Annabel Martin

PurposeThis research analyzes how the dimensions of the customer experience derived from using a digital kiosk during the store visit influence shopping value, self-mental imagery and the behavioral intentions of buying and word of mouth. Mediation effects of utilitarian, hedonic and social shopping values are examined, as well as the mediating effect of self-mental imagery.Design/methodology/approachTwo empirical studies were conducted to test the research hypotheses. A first analysis was carried out using a sample of 115 customers from several retail sectors. For the second study, 200 customers of one of the largest international sporting goods retailers were interviewed immediately after their store visit.FindingsThe results confirm significant influences of each dimension of the digital kiosk customer experience (sensorial, pragmatic, cognitive, social) on shopping value and self-mental imagery. They highlight strongest effects as well as the quasi-generalized mediating role of these values, and this self-mental imagery in the relations between the components of the experience and the behavioral intentions.Research limitations/implicationsThe studies were carried out in only one country (France). It would be also useful to consider variations in shopping motives and in involvement between retail sectors. Highlighted relationships should be deepened by experiments intended to identify the psychological mechanisms and emotions capable of mediating influences of customer experience on shopping value.Practical implicationsThe results encourage both advice on the design of digital kiosks and the specifications of their content and several recommendations about the widespread introduction of kiosks or similar new technologies.Originality/valueThis research highlights influences of each of components of customer experience when using an interactive kiosk on shopping values and self-mental imagery, and central roles of these in understanding influences of the customer experience on behavioral responses.


2018 ◽  
Vol 41 ◽  
Author(s):  
Kevin Arceneaux

AbstractIntuitions guide decision-making, and looking to the evolutionary history of humans illuminates why some behavioral responses are more intuitive than others. Yet a place remains for cognitive processes to second-guess intuitive responses – that is, to be reflective – and individual differences abound in automatic, intuitive processing as well.


1984 ◽  
Vol 48 (12) ◽  
pp. 653-658
Author(s):  
MM Walsh ◽  
R Hannebrink ◽  
B Heckman

1981 ◽  
Vol 12 (1) ◽  
pp. 26-35 ◽  
Author(s):  
Donald L. McCanna ◽  
Giacinto DeLapa

This report reviews 27 cases of children exhibiting functional hearing loss. The study reveals that most students were in the upper elementary grades and were predominantly females. These subjects were functioning below their ability level in school and were usually in conflict with school, home, or peers. Tests used were selected on the basis of their helping to provide early identification. The subjects' oral and behavioral responses are presented, as well as ways of resolving the hearing problem. Some helpful counseling techniques are also presented.


2002 ◽  
Vol 16 (2) ◽  
pp. 71-81 ◽  
Author(s):  
Caroline M. Owen ◽  
John Patterson ◽  
Richard B. Silberstein

Summary Research was undertaken to determine whether olfactory stimulation can alter steady-state visual evoked potential (SSVEP) topography. Odor-air and air-only stimuli were used to determine whether the SSVEP would be altered when odor was present. Comparisons were also made of the topographic activation associated with air and odor stimulation, with the view toward determining whether the revealed topographic activity would differentiate levels of olfactory sensitivity by clearly identifying supra- and subthreshold odor responses. Using a continuous respiration olfactometer (CRO) to precisely deliver an odor or air stimulus synchronously with the natural respiration, air or odor (n-butanol) was randomly delivered into the inspiratory airstream during the simultaneous recording of SSVEPs and subjective behavioral responses. Subjects were placed in groups based on subjective odor detection response: “yes” and “no” detection groups. In comparison to air, SSVEP topography revealed cortical changes in response to odor stimulation for both response groups, with topographic changes evident for those unable to perceive the odor, showing the presence of a subconscious physiological odor detection response. Differences in regional SSVEP topography were shown for those who reported smelling the odor compared with those who remained unaware of the odor. These changes revealed olfactory modulation of SSVEP topography related to odor awareness and sensitivity and therefore odor concentration relative to thresholds.


1971 ◽  
Vol 16 (11) ◽  
pp. 741-741
Author(s):  
JOHN H. FLAVELL
Keyword(s):  

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